Technology Business Development Executive
Research Business Development Exec - This position offers Worldwide responsibility to License, Sell, and establish Joint Development relationships with new and existing partners of IBM Research.
Lead the development of new Partnerships, Alliances, and Joint Development relationships that leverage the Research portfolio and strategy.
Be responsible for "Plays", this includes identifying a licensable technology from research, determining the market opportunity, analyzing and segmenting the market, identifying / ranking prospects, and developing a "sell package" that includes an offering description, value proposition, and proposed business relationship. You will be the focal point for these "Plays" with the worldwide licensing team.
Be responsible for closing "Deals", this entails the establishment of partnerships with 3rd parties that help Research further their goals through the generation of IP Income and Joint Development relationships. This includes identifying the appropriate C-level decision maker at a prospect, forming an appropriate business relationship, developing and negotiating a set of business terms, and ultimately, the creation and signing of a contract between parties.
To accomplish this, it will be necessary to work with many groups across IBM, including Finance, Contracts, General Legal, IP Law, Export, Tax, etc.., as well as the lead researchers and subject matter experts.
Success will be measured on new income that is generated for Research.
Initial area of responsibilities will focus on Hardware technologies, and include some of the following technology areas. Non-Volatile memory (MRAM, Phase Change Memory, and specialty memories such as TCAM), Ultra Low Power Technology, Novel computer Architectures including High Performance Computing and Quantum Computing, Communications technologies (both wired and wireless), novel semiconductor technologies e.g. III-V materials, new optical storage technologies, etc. In addition to furthering the flow of deals that are currently in the pipeline, you will also be responsible for determining new forms of income based on heretofore untested business models, including possible divestitures.
The most successful candidate will have a solid technical background, substantial sales experience, and possess a sense of business acumen that helps them assess business structures that will lead to successful relationships. They can lead, manage and motivate a deal team, are resourceful, and tenacious.
Required Technical and Professional Expertise
- Technical expertise (Science or Engineering)
- Substantial sales experience
- International Travel Required
Preferred Tech and Prof Experience
- Knowledge of Intellectual Property Licensing
- Experience in Semiconductor industry
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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